| 作者简介：Tom Markert is CEO of Ipsos Loyalty Worldwide, a Market Research provider to many Fortune 500 companies and is currently a member of the Board of Directors of State Auto, a publicly traded property and casualty insurer based in Columbus, Ohio. He has held leadership positions at ACNielsen, Citicorp, and Procter & Gamble and has held positions on the board of directors of the Australian professional basketball team the Sydney Kings and the American Chamber of Commerce in New South Wales, Australia. He lives in Connecticut. |
| Introduction RULE 1 Know Your Products RULE 2 Never Bad-Mouth Competition RULE 3 Understand Revenue and Profit Targets RULE 4 Know Contract Details RULE 5 Take Advantage of Being the New Guy RULE 6 Know Your Cfient's Objectives RULE 7 Read the Annual Report RULE 8 Establish Key Performance Indicators RULE 9 Offer a Total Solution RULE 10 Be a Client Advocate RULE 11 Deliver on Your Promise RULE 12 Build Relationships Everywhere RULE 13 Win Over Frosty RULE 14 Be Switzerland RULE 15 Entertain Clients RULE 16 WorkOn-Site RULE 17 Go Coach Class RULE 18 Get Invited to Meetings RULE 19 Practice Presentations RULE 20 Communicate RULE 21 Call with "No News" RULE 22 Answer Your Phone RULE 23 Give Out Your Phone Number RULE 24 Stick to Your Allotted Time RULE 25 Respect Your Client RULE 26 You Can't Win a Fight with Your Client RULE 27 Accept Criticism RULE 28 Speak the Truth RULE 29 Make the Best Out of Bad Situations RULE 30 Never Give Up Your Company RULE 31 Don't Embarrass the Client RULE 32 Respect Confidentiality RULE 33 Learn Whom You Can Trust RULE 34 Educate Your Owner RULE 35 Never Say No RULE 36 Find Ways to Make Their Lives Easier RULE 37 Make Recommendations RULE 38 Empower Clients with Self-Sufficiency RULE 39 Do the Unexpected RULE 40 Don't Be Afraid to Sell RULE 41 Learn From Those Who Are Doing It Well RULE 42 Know Other Key Suppliers RULE 43 Get Sticky RULE 44 Collect Advanced Intelligence RULE 45 Ask for Help When You Need It RULE 46 Roll Up Your Sleeves RULE 47 Showcase Success RULE 48 Keep the Internal Team Updated RULE 49 Go Home When the Job Is Done RULE 50 Exude Quiet Confidence Acknowledgments |
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